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A Practical Approach to Key Account Management (for Small- and Medium- sized Organisations) (METTLER-TOLEDO CASE)
Author: Stephan Ackermann, Mettler-Toledo GmbH
Presentation Handout | March 28, 2011
In a world of changing procurement strategies, satisfying your customer's needs goes far beyond transactional sales. It is crucial to fully understand your customer's supply chain and to react to it with a prepared organisation. Particularly in small-to-medium size technology-driven businesses, it is a major challenge convincing senior management and the sales force that a change of the selling process paradigm is required. This session will help you demonstrate to your colleagues the necessity of a structured KAM approach and what it takes to become more competitive in the marketplace. Learn how to: * Understand the challenges of current procurement practises and the importance of fully analysing them * Relentlessly analyse your company's KAM fitness and to take proven strategies a step further * Turn threats into win-win opportunities by better understanding the customer's supply chain strategy and actively engaging the customer in your KAM programme * Build your own KAM organisation with simple yet powerful KAM tools, action plans, key performance indicators (KPIs), etc.
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